ElectricalTrends

3 days ago | electricaltrends.com | David Gordon

Over the past few weeks companies have been releasing their quarterly earnings, which enables a peak into performance and strategies and gives the opportunity to identify any trends. Kevin Coleman, formerly Director of Market Intelligence for Signify, supports Channel Marketing Group, and our clients, with various research initiatives. He has been diving into all of the reports, First we’re sharing his findings on a contractor (EMCOR) and various electrical distributors.

4 days ago | electricaltrends.com | Gene Biben |David Gordon

Two representatives recently contacted me to solicit my input regarding contracts from two manufacturers on potential compensation changes that were being introduced. Over the years I have worked with manufacturers on their rep contracts and have found many to be understanding of the suggested changes.

1 week ago | electricaltrends.com | David Gordon

Recently I saw information promoted by a company called Mydatafactory as I saw their advertorial targeting the industrial distribution industry. It intrigued me as it spoke to how industrially-oriented companies could compete more effectively versus the large distributors. Essentially, this is winning market baskets. To do this you need an effective cross-referencing tool that can quickly do conversions so you can do a quote.

1 week ago | electricaltrends.com | David Gordon

The chart says it all. 80% of the customers who transact with you throughout the year are unassigned accounts. In a market where demand is softening from your core customers, could there be opportunities with others … and “others” also means “other’s accounts?”In an industry long dominated by relationship-driven, outside sales, distributors are now facing a critical inflection point. Market dynamics have shifted. Customer expectations are evolving. Traditional, reactive models no longer suffice.

1 week ago | electricaltrends.com | David Gordon

While personal relationships are a differentiator for electrical distributors with most customers have a defined list of distributors they buy from, another tool that some distributors use to capture their “unfair share” of a customer’s wallet, are loyalty and incentive programs.